1. Surface Mount Technology Laboratory
Sales Introduction
SMT Lab Failure Analysis - Rev F

2. SMT Lab Failure Analysis - Rev F
General Information
These presentations are provided to allow you, the Sales Engineer,
to best represent the capabilities of the SMT Laboratory in either brief
or detailed format.
Due to the difficulty of estimating Laboratory Services the appropriate
Lab Engineer will quote the job. You can expect a quote within the
business day. We are organized for quick response for both quotations
and problem resolution.
Each member of the laboratory staff is available to discuss an
application with you and the customer. Please contact us for help.
SMT Lab Failure Analysis - Rev F

3. SMT Lab Failure Analysis - Rev F
What do we have to sell?
SMT Laboratory services
Failure Analysis - Cost is dependant upon details but range from $500
to $20,000.
Prototyping - Cost varies depending upon complexity of assembly. Our
current jobs have been between $2,000 and $52,000.
Process Audit - Daily charge of $2,800 applies and audits typically require
2 to 4 days. Travel costs are in addition to daily charge.
Area Array Consortium
First Year Member = $75,000 per year
Second Year member = $50,000 per year
SMT Lab Failure Analysis - Rev F

4. Who are our potential customers?
SMT Laboratory services
Contract manufacturers
OEM manufacturers
Component manufacturers
Component packagers
Area Array Consortium
Materials Suppliers
SMT Lab Failure Analysis - Rev F

5. SMT Lab Failure Analysis - Rev F
Sales approach
First time contact with customer
Experience shows that Failure Analysis (FA) of a current process or
materials problem that identifies the “Root Cause” is an easy sell.
The primary advantage that we offer over any other analytical laboratory
is the ability to interpret and explain the data in the context of the
assembly process and specific material set in use.
Follow - up visits with customer
Our repeat rate for FA has been excellent. Generally when a customer
finds that we can provide much more than a typical analytical lab
we get repeat business and testimonials such as that by Reptron at
our first “Road Show” in Florida.
SMT Lab Failure Analysis - Rev F

6. Sales approach continued
Follow - up visits with customers
Process Audits will frequently be a logical extension of a FA. We can
have significant impact on the process yields, long-term reliability
and profitability of customers products with modest investments on
the customers part.
Customers will often be looking for ways to have product prototyped.
Due to our broad development experience we have a significant
advantage when new processes are required.
Process implementation at the customer site is a normal follow-on
to the prototyping activity. Once the process has been developed
in the SMT Laboratory it can be readily transferred to another
manufacturing site. UIC based and customer site based training is
readily arranged.
SMT Lab Failure Analysis - Rev F

7. How to get in touch with us.
George R. Westby - Director SMT Lab / Director Area Array Consortium
Office
Cell
Dr. Peter Borgesen - Manager Area Array Consortium
Office
Cell
SMT Lab Failure Analysis - Rev F

8. SMT Lab Failure Analysis - Rev F
Equipment
SMT Lab Failure Analysis - Rev F